Sales Manager

About the Role

Leading provider of enterprise drone and security technology solutions for public safety, industrial, and commercial customers. You’ll directly manage our sales team, currently 8 sales professionals across drone and security trailer lines (office and remote), with one mandate: make every one of them measurably better. This is not a strategy-from-a-distance job. You’ll be on their calls, in their inboxes, inside their CRM pipelines, and in the product weeds with them.

Your Three Numbers

• Team conversion rate: raise every rep’s conversion rate above their own six-month baseline. Each rep starts from a different number; you move each one up.
• Returning-customer revenue: existing customers order more often and at higher dollar values.
• Sales KPI attainment: our sales department has defined KPIs. You own tracking them and driving the results.

What You’ll Do

• Directly manage, coach, and develop our sales team across both product lines as their day-to-day performance manager.
• Baseline each rep’s conversion rate and coach them to beat it. Every rep starts from a different number; your job is to move each one up.
• Run weekly one-on-one pipeline reviews in the CRM: board hygiene, stage accuracy, stalled-deal rescue, forecast honesty.
• Join live sales calls and review recordings; deliver specific, actionable coaching after each.
• Review rep emails, quotes, and proposals; build and enforce templates, talk tracks, and follow-up cadences that convert.
• Raise the team’s product knowledge: run trainings, certify reps on new products, close individual knowledge gaps.
• Build the repeat-business playbook (account-review habits, reorder triggers, win-back outreach) and coach reps to execute it.
• Own the tracking and delivery of the sales department’s established KPIs, reporting results to the Director of Sales.
• Onboard and ramp new reps to productivity faster with a structured program.

What We’re Looking For

• 6+ years leading quota-carrying B2B sales teams, with documented rep-level improvement. Be ready to show before-and-after numbers.
• Must have Hardware Sales experience.
• A track record of improving sales team performance in two or more different industries or product categories. We are hiring your process, not your Rolodex.
• Personal success selling complex, high-ticket hardware. UAS/drone, security technology, or public-safety experience is a plus, not a requirement.
• CRM fluency: (Pipedrive preferred) you can diagnose a rep’s problems from their pipeline before you’ve heard a single call.
• A coach’s temperament: hands-on, direct, relentless about fundamentals, and genuinely invested in making other people better.
• Comfortable learning deep technical product detail and teaching it to others.
• Los Angeles-based; this role works from our office alongside the team.